How To Sell A Win-Pak Pro Central Station (Cs)

Transcription

1 WIN-PAK PRO CENTRAL STATION Creating New Opportunites & Growth

2 WIN-PAK PRO CENTRAL STATION Sustaining growth and staying ahead of the competition are some of the challenges facing security dealers today. Honeywell has listened to these concerns and in response has designed a fresh approach to meeting the comprehensive security, video, and access control needs of small businesses with 1 to 16 doors of access control and less than 100 employees. Honeywell s new WIN-PAK PRO Central Station (CS) provides cost effective and easy-to-manage security for businesses, while providing security dealers with multiple recurring revenue streams. WIN-PAK PRO CS is the perfect security solution for smaller companies that do not have dedicated IT staff to manage the system. By moving central station operations away from the end-user s physical location to the security dealer s offices, the traditional barriers associated with provisioning a dedicated security system computers, training, hardware and software updates, service packs, virus protection, hard drive failure, power failure and database maintenance are removed. WIN-PAK PRO CS enables the Security Dealer to provide revenue generating services such as: centralized alarm monitoring, database management, report generation and credential management for multiple discrete end-users. The system allows end-users to access the software through the security dealer s website via any Internet connected web browser. The end-user is able to choose which, if any, functions they would prefer to perform, or to rely on the security dealer to provide those value-added services.

3 Security Dealers will quickly see the many benefits of selling WIN-PAK PRO CS to their customers. The simplicity of system operation will raise closing rates while shortening the sales cycle. Without having to invest in expensive, dedicated hardware, the end-user will enjoy the benefits of a fully operational security system for a reasonable monthly service fee. Dealers Benefits Monthly service fees means recurring revenue and further sales opportunities. High closing rate, shorter sales cycle. System programming and storage of events is maintained on the WIN-PAK PRO CS computer, enabling the security dealer to provide all the offsite services for one or more accounts from a single, central location. Independent accounts are partitioned on the system, ensuring they stay separate, and providing the security dealer with an inexpensive and easy way to manage multiple client accounts. End-users access the system via web browser through the security dealer s website, keeping the dealer in front of the customer. Connectivity to an account can be dial-up or broadband. End-User Benefits Centralized monitoring and control. Cost-effective, yet highly capable access control solution. Lower initial cost. System operations can be managed or viewed through web browser. Low monthly management fees. No maintenance headaches. End-users have a choice of services they need. No need for extensive training. How to Sell WIN-PAK PRO CS Most potential customers already know the benefits of being able to control and track access to their facilities. For them, cost of ownership looms as the biggest barrier to implementing an access control solution. WIN-PAK PRO CS provides the end-user with a fully featured security solution without the investment in dedicated monitoring stations or personnel. The security dealer utilizes their own highly trained personnel to provide the end-user with a professional and capable access control solution. The typical account for WIN-PAK PRO CS is a business needing 1 to 16 doors of access control and with less than 100 employees. Accounts will generally be a single location, but WIN-PAK PRO CS fully supports multiple locations as well. Without dedicated IT staff to support an access control system, most companies have no back-up or contingency plans in place. By offering centralized monitoring and control, Honeywell erases those problems.

4 Target Customers While the market for WIN-PAK PRO CS is broad, there is an ideal target customer base. These are the systems most dealers should be looking at, because in addition to requiring remote management of access control, these jobs do not usually get bid and tend to close rather quickly. A dealer that has a focus on this market can close approximately 2-3 jobs per week. # of Users Can be larger, but most companies up to this size do not want to deal with managing an access system and generally have no dedicated resources to handle operations. # of Doors 1-8 The majority of day-to-day systems fall in this range and usually these smaller systems do not want to manage access control. Medical Offices Day Care Small-Medium Retail Banking Manufacturing Municipal Buildings Warehousing Small-Medium Office Buildings Dealers may want to pursue larger prospects that require central or remote management opportunities. In the examples listed below, all applications have multiple buildings or tenants that can be brought under a centrally managed application. In addition, local control can also be given to the remote buildings via web access or a networked workstation. Business: Multi-Location Apartment Buildings Education: Universities and Grade Schools Hospitals: Campus Facilities Airports: Remote Terminals or Hangers Property managers and building owners are other potential target customers. Most can be found through organizations like Building Operators and Management Association (BOMA) and can be possible customers for central managed access. Property owners and managers need remote management for multiple buildings and tenants and can be provided via the web interface. See for more information. Software Support Agreement Honeywell Access Systems offers extended software support for WIN-PAK PRO Central Station. The benefits of additional support include: Free service and maintenance upgrades per renewal year Priority phone support 50% off training classes 10% off all on-site labor charges One day on-site support per renewal year

5 Recurring Monthly Revenue Menu The recurring revenue menu below illustrates your initial investment vs the payback on a WIN-PAK PRO Central Station system. The menu is broken into three, including Initial Investment, Recurring Monthly Services and Annual Return on Investment (ROI). The suggested pricing provided is merely a guideline for you to use. The information was gathered from Voice of the Customer sessions with dealers from around the country. These prices represent an average cost of what other dealers are charging for these services. Initial Dealer Investment Dedicated RAID File Server $4,000 (Typical Market Price) 100 Account Software $4,300 Web Browser Interface $3,500 Annual Support Service $4,250 Training $1,000 $17,050 Services Offered Account Management Charge $35/mo Digital Video Monitoring $10/mo Video Verification $ 5/mo Custom Report Generation $10/mo - Scheduled Reports (Hourly, Daily, Weekly, Monthly, Yearly) - or Fax Reports / Events Web Browser Interface $10/mo Photo-ID Badge Production $10-$15 per card (Requires PVC Badge Printer) Typical System Account Management Charge $35 Digital Video Monitoring $10 Video Verification $ 5 Web Browser Interface $10 Services Cost per Month $60 x12 Services Cost per Year $720 Annual Estimated Total Number of Accounts Revenue Payback Period 10 $ 7, Months 20 $14, Months 30 $21, Months 50 $36,000 6 Months 100 $72,000 3 Months

6 For more information: Honeywell Access Systems 135 W. Forest Hill Avenue Oak Creek, WI Fax European Office Böblinger Straße 17 D Schönaich Germany Fax reva September Honeywell International Inc.